Category Archives: B2B

What Every Business To Business (B2B) Organisation Is Trying To Achieve

When all the strategies have been written, all the workshops attended, and all the board meetings or management meetings sat through, what all B2B businesses are trying to achieve is the same thing: Organisations what to deliver an enhanced Customer Experience through optimising all interactions – in all integrated dimensions – more cheaply To increase… Read More »

Hands Up Who Gets Marketing?

Ask that question in an FMCG business and there would be a strong showing. Ask it in many B2B businesses and the response would be far patchier. In many B2B organisations Marketing is a proxy for Marketing Communications (MarComms). Often the head of marketing is also the Sales Director who employs a marketing person or… Read More »

The Trend Continues – (Some) Field Salespeople Are an Endangered Species

It should come as no surprise to read last weeks announcement that the pharma giant Merck is planning to lay-off a large part of its salesforce. Saying that they can create more sales momentum from other channels such as product marketing, brands and sales promotion is becoming a common refrain. They are only following a… Read More »

What Are The Circumstances Where B2B Field Salespeople Can Flourish?

Given the challenges some sales organisations face (see ‘The Trend Continues – (Some) Field Salespeople Are an Endangered Species’), how can you avoid these problems? Be in a market where buyers risk is high. These days this is beyond the control of any sales organisation. Buyers risk is a function of how a buyer feels… Read More »

Identifying Salespeople Who Can Make A Difference

Here we give you a quick checklist to help identify the salespeople who can create new value for you. They can conceptualise things that don’t yet exist. They read widely across their sector and adjacent sectors too. They have specialism in something, whether it’s the customer type, the products/services, the market sector, the geographical culture… Read More »